Territory Sales Executive - Surgical

Job Purpose: Meet/exceed sales expectations in the Territory /area assigned.

Achieve value volume growth of products and establish good customer relations. Implement Sales and Marketing plan/ schemes for various products for the Area / Territory to get the sales.

Major Accountabilities:

• Achieve set periodic Sales targets of the assigned territory Brands.

• Attainment of Sales volume / mix objectives and improvement of sales mix.

• Implement adequate sales and promotional strategy that increases Alcon market share in Units and values in the market in constant collaboration with Marketing and other business support units in the assigned geographical market.

• Regular feed back to the Area Manager and Brand Manager on market and competition activities.

• Rigorously Work in ORs to constantly promote Alcon products

• Collaborate with Tech Service team to provide after - sales service to customers.

• Implementation of promotional and sales call frequency based on efficiency tools to maximize impact of sales calls (i.e. Customer ABC analysis, territory administration, routing, etc.)

• Ensure to work closely with IS for generation equipment lead list/Follow up for demo/monitoring of IOL CMA compliance.

• Take support of IOL specialist for development of AT IOL`s business in the area

• Efficient, timely and accurate reporting of Sales activities, results, opportunities threats to Area Business Manager. Monitor, control and ensure receivables in line with the company policies.

• Utilize all Marketing resources like/Product literatures/tools/patient aid literature/posters/ in the field. Ensure to attend maximum of your customer to ACT/ART/RTM/CME with maximum ROI by increasing sales customer conversion.

• Facilitate Collection of payments within the credit norms specified

• Regular reporting in SALSA. To maintain the desired call average per month and frequency of calls to be done as expected with respect to Dual Ranking of Customers. Call objectives should be managed to give focus on various Products as agreed.

• Responsible for adverse event and product complaint handling related activities at a local level including the collection, intake and forwarding the information to the Local Vigilance Representative.

• Adherence to all corporate compliance guidelines corporate programs by self and team

Key Performance Indicators:

• Total value / growth target and achievement

• Assigned key products value / growth targets and achievement

• Outstanding from the distributors as agreed per norms

• Execution of Regional Marketing/Country programs, training strategies tactics that effectively grow brands

• Activity based management focus and planned SoV activities.

• Coverage/Frequency/POA grid adherence planned vs. achieved

Ideal Background:

Education:

Minimum- Graduate in Science, Engineering, Pharmacy

Desirable- University Graduate/Post Graduate in Science, Engineering, Pharmacy

Experience:

Minimum- 3 - 6 years selling experience in Pharma/Medical Devices Industry. Sales experience in Medical Devices industry will be preferred and advantage.

Desirable- 4 + years selling experience in Pharma/Medical Devices Industry. Sales experience in Medical Devices industry will be preferred and advantage

Specific Professional Competencies:

Customer focus

Drive for results

Functional/ technical skills

Planning

Negotiating

Problem solving

Learning on the fly

Ethics And Values

Integrity And Trust

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Alcon is an Equal Opportunity Employer and takes pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity, marital status, disability, or any other reason.